What is the difference between MQL and SQL in lead qualification?

MQL, which stands for Marketing Qualified Lead, typically refers to leads that have shown interest in a company's products or services through their engagement with marketing efforts (like downloading a resource or signing up for a newsletter) but have not yet been contacted by the sales team. These leads meet certain criteria established by the marketing team that indicates a potential for becoming actual customers, but they are not yet qualified for direct sales engagement.

On the other hand, SQL, or Sales Qualified Lead, represents a lead that has been vetted by the marketing team and meets specific criteria indicating they are ready for outreach from the sales department. SQLs are leads that have shown intent to purchase or have been talked to by the sales team, indicating they are further along in the buyer's journey and qualify as potential customers who are likely to convert into sales.

The distinction between MQL and SQL is critical for aligning marketing and sales efforts. While MQLs require nurturing to move them closer to a purchase decision, SQLs are ready for direct contact from sales representatives. Understanding this difference helps in strategizing the appropriate marketing tactics and timing to convert prospects into customers effectively.